From Technical Specs to Trial Orders: The Market Entry Journey of a U.S. Fiber Manufacturer

Case Study: U.S. Fiber Manufacturer Entering Vietnam

Context
A U.S. fiber manufacturer with a high-tech product range required local partners capable of understanding technical specifications and applications.
Goal: 3–5 qualified prospects and at least 1 signed MOU.

Approach

• Technical Mapping: Converted datasheets into an “application-focused” version (which fabrics each fiber applies to, key performance features, and compatibility with equipment).

• Target List: Knitting/weaving mills and enterprises with stable export orders.

• Sampling Process: Prioritized express sample shipments with standardized tracking and feedback within 48–72 hours.

Execution

• Verified Data: 120 qualified contacts (technical + procurement).

• Channels: Technical email → engineer call → Zalo group chat for rapid discussions per fiber code.

• Follow-Up: Weekly recap in a fixed format (samples delivered, testing status, technical issues).

Results

• 4 qualified prospects across both North and South Vietnam.

• 1 MOU signed within 6 weeks, including a roadmap to test 2 core fiber codes.

Lessons Learned

• For technical products, application-driven language (use cases) outweighs product codes.

• Disciplined sample management (tracking – reminders – engineer follow-up) is critical to keep projects moving forward.

Conclusion
Vietnam is receptive to high-tech suppliers—provided you translate “technical specifications” into practical value propositions and maintain deep, ongoing technical engagement.